relational contracting management training · pdf file · 2014-07-17relational...

Relational Contracting Management

Training Program

Contact us: [email protected]

www.srscan.com

Course Description

It is no secret that over seventy percent of complex public-public and Public–Private business arrangements including outsourcing and PPP arrangements fail to meet expectations over the long term. The single leading cause of failure is that long term agreements are structured as static transactions or deals that do not adapt well to change and evolution. The SRS Relational model places the “relationship” among stakeholders at the heart of delivery management and contract performance. Outsourcing, Shared Services, FutureSourcing™ and PPP arrangements are structured as dynamic and adaptive business relationships that drive change and manage to achieve improved outcomes at lower risk. The cornerstone of the Relational Model to Contracting is a Complex Relationship Body Of Knowledge™ developed over 20 years, working with public sector, industry and leading academic institutions. CRBOK™ is a relationship-based contract management framework containing rich methodologies which enable optimal long term benefit realization.

Who needs to attend?

This training program is recommended for all those involved in the planning, sourcing and management of complex Outsourcing, FutureSourcing™ and Public-Private Partnerships. Whether you are leading the outsourcing initiative, managing or interfacing on the front lines, or are the procurement specialist or the outsourcing advisor, this program is guaranteed to provide you with the tools you need to achieve better program outcomes.

“This Training program bridges the disconnect between executive vision and practical frontline execution. It is unlike any I have seen or been a

part of.”

Jon Hansen Author and Radio Host of the critically acclaimed Procurement Insight

Window on Business Show

R e l a t i o n a l C o n t r a c t M a n a g e m e n t T r a i n i n g


www.srscan.com

Recommended Experience/Readings

• Experience working with vendors in both private and public sector

• Primer Textbook:: Relationships First, The New Relationship Paradigm by Andy Akrouche

Learning Objectives The program consists of Four (4) modules which provide executives, managers and project personnel with the skills and knowledge needed to plan, source and manage highly successful relationships. The program is designed to help participants achieve the following:

“In today’s environment, executives and managers are regularly faced with tough outsourcing decisions. Our partnership with SRS is a reflection of our continued commitment to excellence in executive leadership and management training. The SRS Relational framework is the industry’s best practice model for sourcing and managing successful outsourcing relationships.”

Doug Dempster, Executive Director Centre for Executive Leadership, Telfer School

of Management, University of Ottawa


• Develop a “total system” understanding of Complex contracting lifecycle including Outsourcing, FutureSourcing™, PP-P™ and its implications on program delivery;

• Learn how to plan, source and manage adaptive relationships that provide ongoing opportunity to improve outcome and to gain the required insight to remove, avoid or otherwise mitigate program risk as circumstances and conditions change;

• Learn a systemic framework and process for planning, constructing and managing complex public-public/public-private relationships;

• Gain a deep understanding of the enablers of success as well as the pitfalls that should be avoided at each step of the way;

• Learn how to integrate the “relationship” dimension with a traditional “transaction” procurement process;

• Learn about an evaluation model for objectively assessing providers’ strategic capability alignment with strategic program objectives;

• Learn how to develop and operationalize the Relational Charter, launch high performing teams and build an environment of trust and collaboration. Learn about a client internal organizational model for managing outsourced relationships;

• Gain a strategic understanding of change and transition management with emphasis on human resources, technology harmonization and business process alignment.


Training

Executive Seminar - Offered Through Strategic Relationship Solutions Inc. (SRS)


www.srscan.com


This executive training program is designed to bring “Relational contracting” awareness to functional and program delivery executives. The sessions highlight the critical issues surrounding Public-Private and Public-Public Relationships and provides an introduction to adaptive relationships and how they provide a more effective framework for risk management, realization of improved outcomes, provision of consumer protection and sustainable public stakeholder value.

Complex Acquisitions and Strategic Sourcing Management Overview Key issues and challenges surrounding long-term complex business arrangements. Key factors leading to high rate of failure.

Relational Contracting Management Framework Overview What is Relational Contracting? What are its key attributes and key benefits?

Relationship Charter – The Foundation of a Relationship Relationship Charter including Relationship Mission, Vision and Values, Relational Governance, Open Book Framework, Relationship Performance Management and Working in Teams.

Complex Contract Life Cycle Overview Review of Contract Lifecycle and understanding the additional elements needed for establishing and managing complex relationships.

Implementing the Relational When should an organization consider applying the relationship based approach to contracting? What are the steps involved in adopting the relational model for complex contracts?

Please refer to www.srscan.com for dates and locations of the training program


Executive Seminar Series

http://www.srscan.com/seminars/

Topic 6

Complex Outsourcing/FutureSourcing™ Strategy

Developing the “As is”, Base Case (PSC) and the VFM (value for money) Assessment (Outsource/FutureSource™); Strategic Procurement Considerations.

Topic 7

Relational Procurement

Relational Components and support for RFPQ/RFR/RFP processes for single contract or bundle/multiple contract based relationships; Relationship evaluation and selection process including Strategic Fit Assessment, Open Book Financial Framework and Charter Components.

Topic 8 Interest Based Negotiations

Negotiations Process.

Topic 9

Change and Transition Management

Emphasis on developing a transition plan and managing change including: HR Transitions, Technology, Business Process and Financial.

Topic 10 Operationalization of Relationship Charter

Bringing the Relationship Management Framework to life using a systematic Collaborative Convergence Process.

Topic 11 Delivery and Service Management

Relational Internal Governance and Institution of Delivery Management Secretariat.

Topic 1

Complex Acquisitions and Strategic Sourcing Management Overview Key issues and challenges surrounding long-term complex business arrangements. Key factors leading to high rate of failure.

Topic 2 Relational Contracting Management Framework Overview What is Relational Contracting? What are its key attributes and key benefits?

Topic 3

Relationship Charter – The Foundation of a Relationship

Relationship Charter including Relationship Mission, Vision and Values, Relational Governance, Open Book Framework, Relationship Performance Management and Working in Teams.

Topic 4 Complex Contract Life Cycle Overview

Review of Contract Lifecycle and understanding the additional elements needed for establishing and managing complex relationships.

Topic 5

Strategic Analytical Tools

What is a Vendor Corporate Strategy and why is it important? Overview of tools for conducting Industry Analysis, developing sector maps and for conducting strategic grouping analysis.

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This two-day course provides managers with an excellent understanding of the relational contracting model and its application in a real world complex project setting. Course delivery features lectures and ‘hands on’ case work with small team presentations and large group interactive discussions.

Manager - Offered Through Global Knowledge Network (GKN)


Training


www.srscan.com

Project Team - Offered Through Strategic Relationship Solutions Inc. (SRS)

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Topic 1

Complex Acquisitions and Strategic Sourcing Management Overview

Key issues and challenges surrounding Long term complex business arrangements. Key factors leading to high rate of failure.

Title: Understanding the Issues

Process: Small Group Workshops and Large Group Presentations.

Topic 2

Relational Contracting Management Framework Overview

What is Relational Contracting? What are its key attributes and key benefits?

Title: Relational Benefits

Process: Large Group dialogue.

Topic 3

Relationship Charter – Foundation of a Relationship

Relationship Charter including Relationship Mission, Vision and Values, Relational Governance, Open Book Framework, Relationship Performance Management and Working in Teams.

Title: Development of Relationship Charter


Topic 4

Complex Contract Life Cycle Overview

Review of Contract Lifecycle and understanding the additional elements needed for establishing and managing complex relationships.

Title: Relational Constructs


Topic 5

Strategic Analytical Tools

What is a Vendor Corporate Strategy? Overview of tools for conducting Industry Analysis, developing sector maps and for conducting strategic grouping analysis

Title: Conducting Industry Scans


Lectures Workshops

This three-day in-class course provides Project Team participants with an in-depth understanding, know-how and techniques to successfully apply the Relational Contracting Model in a real world complex program setting. The course is delivered in the form of lectures with extended ‘hands on’ case work featuring small team presentations and large group discussions.


Training



www.srscan.com


Day

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Lectures Workshops

Topic 6

Complex Out/FutureSourcing™ Strategy

Developing the “As is”, Base Case (PSC) and the VFM Assessment (Outsource/FutureSource™); Strategic Procurement Considerations

Title: Developing the outsourcing / FutureSourcing™ strategy


Topic 7

Relational Procurement

Relational Components and support for RFPQ/RFR/RFP processes for single contract or a bundle/multiple contracts based relationships; Relationship evaluation and selection process including Strategic Fit Assessment, Open Book Financial Framework and Charter Components

Title: Developing a relationship evaluation and selection plan


Topic 8 Interest Based Negotiations

Negotiations Process

Title: Relationship Negotiations Plan


Topic 9

Change and Transition Management

Emphasis on developing a transition plan including: HR Transitions, Technology, Business Process and Financial

Title: Transition Plan


Topic 10

Operationalization of Relationship Charter

Bringing the Relationship Management Framework to life using a systematic Collaborative Convergence Process

Title: Collaborative Stakeholders Engagement


Topic 11

Delivery and Service Management

Relational Internal Governance and Institution of Delivery Management Secretariat

Title: Internal Governance



Training

Please refer to www.srscan.com for dates and locations of the training program

Project Team - Offered Through Strategic Relationship Solutions Inc. (SRS)

http://www.srscan.com/seminars/


www.srscan.com

Professional - Offered Through Academic Institutions

The course is delivered in the form of two streams: Lecture stream: bi-weekly lectures with small group workshops, large group dialogue and case work; and Checkpoints Stream: bi-weekly live project workshop/Lab with individual one-on-one checkpoint reviews with Instructors.

Project Assignment First Term

Week 1 Course overview and introductions

• Assigning Teams

Week 2

Introduction to complex relationship - Outsourcing & Public-Private Partnership Overview • Outsourcing Relationships Fundamentals • Key issues and challenges surrounding outsourcing and PPP arrangements • Strategic Issues with Complex Programs and Public-Private Relationships • Case review/Analysis

Assignment 1 • Case Selection

Week 4

Relational Contracting Management Framework Overview • What is Relational Contracting • Attributes • Definitions • Benefits Outcome Management & Benefits Realization Factors (BRF™) • Stakeholders Engagement • BRF Development Workshop

Assignment 2 • Structural Issues and • Benefits Realization

Factors (BRF™)

Week 6 & 8 (Combined)

Relationship Charter - Building Relationships that last • Relationship Mission, Vision and Values • Relational Governance • Open Book Framework • Relationship Performance Management • Working in Teams • Internal Governance • Straw Model Charter Development workshop

Assignment 3 • Industry Analysis and

Strategic Groups • Stakeholders Map • Internal Governance


Training

This Training program provides participants with an opportunity to experience the application of the Relational contracting model in a live strategic procurement setting. Over a 24 week period, participants work on a client engagement and apply the relational constructs each step of the way.


First Term - Continued

Second Term


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Week 10

Risk Management • Remedial Based Model v.s. Insight-based Approach • Industry Analysis • Value for Money Assessment for Outsourcing and PPP

Assignment 4 • Base Case and VfM Case

Week 12

Relationships Sourcing Single and Multiple Contracts procurements • Instruments and Process • Relational Constructs

Assignment 5 • Procurement Strategy • RFPQ /RFR

Week 14

RFP Architecture & Selection Criteria • Known Deliverable • Strategic Fit Assessment, • Financial Architecture – open book framework • Charter Components

Week 16

Strategic Fit Assessment • Foundational Principles of Strategic Analysis • Submission Requirements • Evaluation Guide

Assignment 6A - RFP Instrument

• Submission Requirements • Evaluation Requirements • Business, Technical,

Financial, Charter

Week 18

Procurement Process Management • RFP Process • Confidential Client Meetings • Joint Solution Procurement • Fairness Management

Week 20

Negotiations • Overview of Interest based negotiations • Finalization of Relationship Charter Agreement

Assignment – 6B • Negotiations Plan



Training

Project Assignment

Project Assignment


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Second Term - Continued

Week 22

Relationship Governance Operationalization Joint Orientation Sessions Individual contributions Forms and Interview Process Workshops delivery Launching of Joint Governance teams

Assignment – 6C Governance • Operationalization Plan

Week 24

Transition and Change Management Transition Planning

People Business Process Technology

Leadership Communication

Assignment 7 Transition Plan

Week 25 Final Submissions & Team Presentations Final Integrated

Submission


Training


Project Assignment

Course Leader Andy Akrouche, MBA

The course and workshops are delivered by a team of

industry experts lead by Andy Akrouche.

Andy is the president of The Centre for Relational Outsourcing Management and founder of Strategic Relationship Solutions Inc. (SRS), a knowledge-based, strategic management and relationship sourcing company. While serving as Vice President of Outsourcing Management Services at Digital Equipment Corporation and citing the pitfalls of outsourcing business arrangements, Andy founded SRS with a clear vision and purpose: to revolutionize the framework within which business relationships are sourced, structured, negotiated, and managed.

Andy pioneered the first evolution of the Strategic Relationship Model (SRM®) in the mid-1990’s as a new framework for structuring and managing long term business arrangements based on strategic fit, flexibility, continuous alignment and sustained mutual benefit. Today’s Relational Outsourcing Model (ROM™) and the Complex Outsourcing Body Of Knowledge (COBOK™) builds on these principles and provides a complete framework and tools for implementing successful Outsourcing and FutureSourcing™ relationships.

Andy is the author of the book, Relationships First: The New Relationship Paradigm in Contracting.

Andy holds a Master’s Degree in Business Administration from the University of Ottawa.

Relational Outsourcing Management

Seminar Series


www.srscan.com

For more information on our series of relational Outsourcing Management Seminars, please feel free to contact email: [email protected]


Other members of the course delivery team

1. Financial Modelling Specialist – Building of the Public Sector Comparator and VFM cases 2. Strategy and competitive intelligence specialist – Industry analysis and strategy evaluation 3. Change Management Specialist

relational contracting management training · pdf file · 2014-07-17relational...

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